Business Development Director
Job Summary
Job Description
As a Business Development Director, you will focus on acquiring new business with top domain accounts. Your responsibilities include developing and implementing a territory strategy to increase bookings and secure new business with key Energy accounts, generating new leads through prospecting and networking, advising customers to achieve business benefits through their digital transformations, and leading sales cycles. You will also negotiate pricing, achieve booking targets, and collaborate with other corporate functions and partners. Approximately 40% of the time will be spent traveling to customer sites and conferences.
Must have:
- 7+ years exceeding $1+ million software/ SaaS annual recurring revenue quotas
- Experience closing complex sales cycles resulting in multi-million-dollar annual software commitments
- Explain value chains for Oil & Gas
- Understand typical customer challenges in oil and gas production optimization and asset performance
- Proficient in outbound prospecting
- Executive-level written and verbal communication skills
- Self-starter and able to work in a team environment
- Familiar with relevant technologies, such as Data Lakes
Good to have:
- Past success with land and expand buying motions
- Startup experience (Series A, B, or C)
- Bachelor's degree
Perks:
- Employee Stock Purchase Program (ESPP)
- Employee Referral Program
- Join a team of 70 different nationalities with Diversity, Equality and Inclusion (DEI) in focus
- A highly modern and fun working environment with sublime culture across the organization
- Opportunity to work with and learn from some of the best people on some of the most ambitious projects
- Paid mobile phone and WiFi
7 skills required
Job Details
As a Business Development Director, you will win new business with top domain accounts. You will help customers achieve improved business results through their adoption of Cognite Data Fusion to accelerate their digital transformations.
What You'll Do
- Develop and execute a territory strategy to drive bookings growth and win new business with leading Energy accounts
- Through active prospecting (cold outreach & social selling) and your personal network of contacts, generate new pipeline and provide “commercial insights” to prospective clients on how Cognite Data Fusion will address the most important areas of their value chain
- Use your executive communications and discovery skills to be your customers’ trusted advisor to help them achieve millions of dollars of business benefit in their digital transformations
- Orchestrate complex sales cycles and lead your extended territory team (pre-sales and other key functions) to delight your prospects and customers – using the Command of the Message sales methodology and MEDDPICC
- Leverage strategic partners to accelerate growth in your territory
- Negotiate favorable pricing and business terms with customers by selling value and ROI
- Achieve bookings targets while developing satisfied and referenceable customers
- Accurately forecast monthly and quarterly results; and update Clari & salesforce.com on a regular basis
- Provide timely and insightful input back to other corporate functions, particularly product management and marketing
- Present and demonstrate our solutions in-person and via web-based presentations
- Approximately 40% travel to customer sites and conferences
Who You Are
- 7+ years exceeding $1+ million software/ SaaS annual recurring revenue quotas in a direct sales role to the largest Oil and Gas firms (IOCs, Upstream, Midstream, Downstream).
- You are consistently #1 or #2 in sales performance. Experience starting, managing, and closing complex sales cycles from start to finish resulting in multi-million-dollar annual software commitments with new accounts
- Past success with land and expand buying motions and unifying disparate customer stakeholders, such as Asset operations leadership to centralized teams, such as IT, maintenance and reliability, turnarounds, and the office of digital transformation
- Can explain the respective value chains for Oil & Gas - including the key economic drivers; the business, people, and technical inter-dependencies; and the digitalization opportunity
- Strong understanding of typical customer challenges in oil and gas production optimization and asset performance.
- Savvy at helping customers create business cases with quantified ROI to justify new investments
- Highly proficient in outbound prospecting
- Detail oriented, strong relationship-building skills, & a focus on a high level of customer service
- Executive-level written and verbal communication skills, including stellar presentation skills.
- You can effectively adapt your communication style from a C-level audience to frontline workers.
- Self-starter, able to work in a team environment, and superb time management and prioritization skills
- Familiar with relevant technologies, such as Data Lakes, Lakehouses, Data Warehouses, Business Intelligence, DataOps, and Machine Learning / Generative AI
- Start-up experience (Series A, B, or C)
- Bachelor's degree
Why choose Cognite? 🏆 🚀
- Join us in making a real and lasting impact in one of the most exciting and fastest-growing new software companies in the world.
- We have repeatedly demonstrated that digital transformation, when anchored on strong DataOps, drives business value and sustainability for clients and allows front-line workers, as well as domain experts, to make better decisions every single day.
- Cognite Earns 2023 Microsoft Partner of the Year Award; Recognized as a Global Leader in Energy & Resources and Industrials & Manufacturing
- And just recently, Frost & Sullivan named Cognite a Technology Innovation Leader!
A snapshot of our many perks and benefits as a Cogniter
- Employee Stock Purchase Program (ESPP)
- Employee Referral Program
- Join a team of 70 different nationalities 🌐 with Diversity, Equality and Inclusion (DEI) in focus 🤝.
- A highly modern and fun working environment with sublime culture across the organization, follow us on Instagram @cognitedata 📷 to know more
- Opportunity to work with and learn from some of the best people on some of the most ambitious projects found anywhere, across industries
- Join our HUB 🗣️ to be part of the conversation directly with Cogniters and our partners.
- Paid mobile phone and WiFI
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